Am Alizaa- Am's Role During Jfw

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Am Alizaa- Ams Role During Jfw - Quiz


Welcome to November E-Learning Test.
Here is an opportunity to test your Product knowledge, Strategy and Aptitude.
Please read the Pre Quiz Learning Material from the link

https://www.proprofs.com/training/course/? Title=role-of-an-area-manager -during-jfw
You have 20 minutes to complete this test.
Please enter your name , Emp. Code ,HQ and Select your state.
Then press "Start" to begin the test. You can only attend the test once and hence make sure you have uninterrupted internet connectivity.
The topic is Responsibility of an Area Manager on JFW.

All the best
Micro Leadership Academy


Questions and Answers
  • 1. 

    A normal day in the life of an Area Manager should ideally start with?

    • A.

      Morning telephone call with TE

    • B.

      Direct field working with TE

    • C.

      Business plan with TE

    • D.

      Customary exchange of pleasantries with TE

    Correct Answer
    A. Morning telephone call with TE
    Explanation
    The ideal start to a normal day for an Area Manager should involve a morning telephone call with TE. This suggests that the Area Manager should prioritize communication with TE, which could be a team or an individual, to discuss important matters, receive updates, and plan for the day ahead. This phone call can help set the tone for the day, ensure alignment, and provide necessary guidance for the manager's field work and business planning activities.

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  • 2. 

    The first priority of a Manager on JFW with TE is ?

    • A.

      Reaching the Patch 45 Minutes before the TE arrives

    • B.

      Doing Pre Work Discussion with TE 's Day's Plan

    • C.

      Both A & B

    • D.

      Reach just 5 mins before 1st call

    Correct Answer
    C. Both A & B
    Explanation
    The first priority of a Manager on JFW with TE is to reach the patch 45 minutes before the TE arrives and also to have a pre-work discussion with the TE about the day's plan. This ensures that the manager is well-prepared and ready to support the TE effectively during the shift. By reaching early, the manager can assess any potential issues or challenges and make necessary arrangements. The pre-work discussion helps in aligning goals, setting expectations, and addressing any concerns or questions the TE may have. Both actions together contribute to a smooth and productive shift.

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  • 3. 

    AM should induct New TE for _______ Days

    • A.

      1

    • B.

      4

    • C.

      3

    • D.

      5

    Correct Answer
    D. 5
    Explanation
    The correct answer is 5. This suggests that AM should induct a new TE for 5 days.

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  • 4. 

    Where should an Area Manager ideally discuss about the Doctors Call with the TE

    • A.

      While he is travelling with TE

    • B.

      Over the phone before the JFW

    • C.

      After making the call

    • D.

      Outside the Doctors chamber just before the call

    Correct Answer
    D. Outside the Doctors chamber just before the call
    Explanation
    An Area Manager should ideally discuss about the Doctors Call with the TE outside the Doctors chamber just before the call. This location allows for a private and focused conversation between the Area Manager and the TE, ensuring that any necessary information or instructions can be relayed effectively before the call takes place. Being outside the Doctors chamber also allows for any last-minute updates or preparations to be made without interrupting or delaying the call.

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  • 5. 

     AM must ____________ to observe TE performance and Coach him

    • A.

      Do the entire detailing himself

    • B.

      Handover the gifts himself

    • C.

      Handover samples himself

    • D.

      Let the TE do the detailing,sampling and gifting

    Correct Answer
    D. Let the TE do the detailing,sampling and gifting
    Explanation
    The correct answer is "let the TE do the detailing, sampling, and gifting." This answer suggests that the AM should allow the TE (presumably a team member or subordinate) to take responsibility for the tasks of detailing, sampling, and gifting. By doing so, the AM can observe the TE's performance and provide coaching as needed. This approach promotes the development and growth of the TE, allowing them to gain experience and improve their skills in these areas.

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  • 6. 

    For joint fieldwork, AM should 

    • A.

      Inform the TE early in the morning

    • B.

      Join him suddenly in the middle of the day and surprise him

    • C.

      Inform him the previous night about his joint fieldwork plans

    • D.

      Inform the TE at the beginning of the month after TP is ready

    Correct Answer
    D. Inform the TE at the beginning of the month after TP is ready
    Explanation
    The correct answer is to inform the TE at the beginning of the month after TP is ready. This is the most logical option as it allows the TE to plan their schedule accordingly and prepare for the joint fieldwork. By informing the TE in advance, it ensures that both AM and TE are on the same page and can coordinate their efforts effectively.

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  • 7. 

    The AM should  observe the performance of the TE in the call and give feedback by doing 

    • A.

      Finding mistakes

    • B.

      Post Call Analysis

    • C.

      Stop the TE and do the Call

    • D.

      Do Nothing

    Correct Answer
    B. Post Call Analysis
    Explanation
    The AM should observe the performance of the TE in the call and give feedback by doing post-call analysis. This involves analyzing the call after it has ended to identify any mistakes made by the TE and provide constructive feedback. By conducting post-call analysis, the AM can help the TE improve their performance and address any areas of improvement. This feedback loop is crucial for continuous improvement and ensuring high-quality customer interactions.

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  • 8. 

    Post call analysis should be done with the TE by

    • A.

      Asking whether Objective of the call is achieved or not

    • B.

      Appreciating Good work Done

    • C.

      Asking what he could have done better in the call ( Areas of Improvement)

    • D.

      All of the above

    Correct Answer
    D. All of the above
    Explanation
    Post call analysis should be done with the TE by asking whether the objective of the call is achieved or not. This helps in evaluating the effectiveness of the call and identifying any gaps or areas for improvement. Additionally, appreciating good work done by the TE helps in boosting morale and motivation. Lastly, asking the TE what they could have done better in the call helps in identifying areas of improvement and providing constructive feedback for future calls. Therefore, all of the above options are important for a comprehensive post call analysis.

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  • 9. 

    During retail calls AM must observe for 

    • A.

      TE's relationship with the Chemist

    • B.

      TE able to ask for Non moving stocks / Any other issue with Chemist

    • C.

      TE doing RCPA with Quantification of Micro Brand and Other (competitor Brands)

    • D.

      All of the above

    Correct Answer
    D. All of the above
    Explanation
    The correct answer is "All of the above". This means that during retail calls, the Area Manager (AM) must observe all of the mentioned points. They need to observe the relationship between the Territory Executive (TE) and the Chemist, whether the TE is able to ask for non-moving stocks or any other issues with the Chemist, and if the TE is doing RCPA (Retail Chemist Prescription Audit) with quantification of both the Micro Brand and other competitor brands.

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  • 10. 

    An Area Manager should do ____% of Developmental Calls

    • A.

      30

    • B.

      60

    • C.

      10

    • D.

      20

    Correct Answer
    B. 60
    Explanation
    An Area Manager should do 60% of Developmental Calls because this is a significant portion of their role. Developmental calls involve coaching and mentoring their team members, providing feedback, and helping them improve their skills and performance. By spending a majority of their time on developmental calls, the Area Manager can effectively support the growth and development of their team, which ultimately leads to improved performance and results.

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  • 11. 

    An AM should work minimum of ____days with HOT TE

    • A.

      6

    • B.

      3

    • C.

      2

    • D.

      10

    Correct Answer
    A. 6
    Explanation
    An AM should work a minimum of 6 days with HOT TE. This means that they should be available and actively working for at least 6 days in order to fulfill their responsibilities and duties as an AM. Working fewer than 6 days may not provide enough time or effort to effectively carry out their role.

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  • 12. 

    While inducting a new TE, AM should

    • A.

      Make sure that TE has submits his testimonials and Joining report to HR

    • B.

      Make sure that he has received fieldwork bag, Navdisha ID

    • C.

      Make sure that he has received Visual aid and other inputs

    • D.

      All of the above

    Correct Answer
    D. All of the above
    Explanation
    The correct answer is "all of the above". When inducting a new TE, AM should make sure that the TE has submitted his testimonials and joining report to HR, has received the fieldwork bag and Navdisha ID, and has also received visual aid and other inputs. This ensures that the TE is properly equipped and prepared for their role in the company.

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  • 13. 

    During Pre call planning AM should ask TE 

    • A.

      AM should ask for Brands promoting and Focus brand based on RCPA

    • B.

      AM should ask for Objective of the call - Conversion/ Improvement / Retention of the call

    • C.

      AM should ask TE arrange the bag and do rehearse if necessary

    • D.

      All of the above

    Correct Answer
    A. AM should ask for Brands promoting and Focus brand based on RCPA
    Explanation
    The correct answer is "AM should ask for Brands promoting and Focus brand based on RCPA". This is because during pre-call planning, the AM should gather information about the brands that the TE is promoting and also identify the focus brand based on the RCPA (Retail Chemist Prescription Audit) data. This information will help the AM tailor their sales pitch and strategies to effectively promote the focus brand and achieve the objectives of the call, whether it is conversion, improvement, or retention. Additionally, asking the TE to arrange the bag and rehearse if necessary can also be part of the pre-call planning process, but it is not specifically mentioned in the question.

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  • 14. 

    At the end of the day AM should 

    • A.

      Appreciate the TE for all that went well during the day

    • B.

      Tell him what all could have been done better

    • C.

      Both A & B

    • D.

      Criticise the TE for all the mistakes he did

    Correct Answer
    C. Both A & B
    Explanation
    The AM should appreciate the TE for all that went well during the day and also tell him what all could have been done better. This approach allows for a balanced feedback session where the AM acknowledges the team's successes and also provides constructive criticism for improvement. It promotes a positive and growth-oriented environment within the team.

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  • 15. 

      As a Manager, You were expected to achieve New Product objective every month, however stockists are not agreeing to maintain required inventory, your Team also started giving the same reason for not achieving the new product objective. How do you manage such situation?

    • A.

        You go to stockist personally and take orders.

    • B.

      Approach your Boss for help in influencing the stockist

    • C.

      "Discuss with team the need of availability of new product by asking solution options and providing benefits "

    • D.

      You convey the same inventory and stockist issue to your superiors.

    Correct Answer
    C. "Discuss with team the need of availability of new product by asking solution options and providing benefits "
    Explanation
    In this situation, the best approach would be to discuss with the team the need for the availability of the new product. By involving the team in finding solutions and highlighting the benefits of maintaining the required inventory, you can encourage them to take ownership of the issue and come up with innovative ideas to address it. This approach not only empowers the team but also fosters collaboration and problem-solving skills.

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  • 16. 

       In a given situation where you have vacancy in 2 high performing HQ’s. However it is expected that you achieve your objective as an Area Manager for the current month. How do you manage such a situation?

    • A.

      Look for right candidate to fill vacancy

    • B.

      Visit Important Top Prescribers of the vacant territory HQ and ensure Drs continue prescriptions

    • C.

      None of the above

    • D.

      Both A & B

    Correct Answer
    D. Both A & B
    Explanation
    In order to manage the situation of having vacancies in 2 high performing HQs while still achieving the objective as an Area Manager for the current month, it is important to look for the right candidate to fill the vacancies (option A). This will ensure that the performance of the HQs is not compromised. Additionally, visiting important top prescribers of the vacant territory HQ and ensuring that doctors continue to prescribe (option B) is crucial for maintaining the business and achieving the objective. Therefore, both options A and B should be pursued in order to effectively manage the situation.

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  • 17. 

         In the last 2 months you find there is lack of efforts in the team overall, because of which you as an Area Manager not able to achieve your Target and incentives. What will you do in this situation? 

    • A.

      Make some time to analyze the reasons with the tools/ resources available.

    • B.

      Invite the team for a formal meet and listen to the reasons they share.

    • C.

      Motivate and Charge the Team with the incentive earning opportunity and pride of becoming No. 1 Team in the Div.

    • D.

         All of the above

    Correct Answer
    D.    All of the above
    Explanation
    In this situation, the best course of action would be to do all of the above. By analyzing the reasons for the lack of effort, the Area Manager can identify any underlying issues and address them accordingly. Inviting the team for a formal meeting and listening to their reasons can help create an open and honest dialogue, allowing for better understanding and potential solutions. Motivating and charging the team with the incentive earning opportunity and pride of becoming the number one team in the division can help reignite their motivation and drive to achieve targets. Therefore, doing all of the above can help address the issue and improve overall team performance.

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  • 18. 

      Your TE Satish working with Micro since 1.5 years, you observed that in the last 6 months he is on leave for 1- 2 days a month for various reasons. This month you have huge task to achieve. However you find Satish is once again in request of a day’s leave. What will you do in this situation?

    • A.

      Analysis , Approve Leave and also remind him regarding the task to be achieved in the remaining number of working days

    • B.

      Reject his leave request and tell him to work as the target is high

    • C.

         Ask Satish to take approval from RM.

    • D.

      None of the above

    Correct Answer
    A. Analysis , Approve Leave and also remind him regarding the task to be achieved in the remaining number of working days
    Explanation
    In this situation, it is important to analyze the situation and the reasons for Satish's frequent leaves. Approving his leave request while reminding him of the task to be achieved in the remaining working days allows for a balance between his personal needs and the company's goals. It also shows understanding and support towards his personal circumstances.

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  • 19. 

         During your JFW with TE Santosh (working since 1.2 years), you found Santosh is having very good relationship with Drs and good number of prescribers in the 3 patches you worked and he repeatedly takes you to the same Drs. However the overall PCPM sale is only 75 k.  What is your analysis?

    • A.

      TE is limiting his efforts only to a set of patch and Drs and neglecting other Dr Coverage.

    • B.

      Most of the Drs in the list are committed to other company

    • C.

      Dr List is not right

    • D.

      All of the above.

    Correct Answer
    A. TE is limiting his efforts only to a set of patch and Drs and neglecting other Dr Coverage.
    Explanation
    The analysis is that TE Santosh is limiting his efforts only to a set of patches and doctors, neglecting other doctor coverage. This is evident from the fact that he repeatedly takes the salesperson to the same doctors in the three patches they worked in, resulting in a good relationship with those doctors. However, despite this, the overall PCPM sale is only 75k, indicating that TE Santosh is not expanding his efforts to reach other doctors and patches.

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  • 20. 

         In the last 2 months your TE’s are giving an excuse that there is heavy closing of the power brands because of which stockist is not willing to give the required Primary order. As a Manager what should you do to avoid such situations?

    • A.

           Forecast primary sales by proper analysis of the statement in the beginning of the month.

    • B.

          Monitor Sec Sales Vs Closing on weekly basis and send the mail.

    • C.

        Plan activities to increase secondary of the brand having high closing.

    • D.

      All of the above.

    Correct Answer
    D. All of the above.
    Explanation
    The correct answer is "All of the above." This is the most appropriate response because it includes all of the suggested actions that a manager should take to avoid situations where stockists are not willing to give the required primary order. By forecasting primary sales, monitoring secondary sales versus closing, and planning activities to increase secondary sales of brands with high closing, the manager can proactively address the issue and ensure that the necessary orders are being placed.

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  • 21. 

    Coaching is 

    • A.

      Unlocking TE's potential to maximize his effectiveness during field work

    • B.

      Helping people come out with their own solution

    • C.

      Being tough on issue by giving constructive feedback and Not tough on people

    • D.

      All of the above

    Correct Answer
    D. All of the above
    Explanation
    The correct answer is "All of the above" because coaching involves unlocking the potential of TE to maximize effectiveness during field work, helping people come up with their own solutions, and being tough on issues by providing constructive feedback without being tough on people.

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  • 22. 

    On 27th Nov you realized that there is no sufficient stock of one of your fast moving brand at the stockist. And you are very well aware that this brand contributes to 15% of the total sales. How do you manage this crisis in the month end?

    • A.

      Give reasons to the superiors on non availability of stocks

    • B.

        Find out alternative means of getting stocks.

    • C.

      Plan primary sales with other brands to bridge the gap due to non availability

    • D.

      Do Nothing

    Correct Answer
    C. Plan primary sales with other brands to bridge the gap due to non availability
    Explanation
    In order to manage the crisis of insufficient stock for a fast-moving brand, planning primary sales with other brands to bridge the gap is a logical solution. This approach ensures that the overall sales target can still be achieved despite the non-availability of the specific brand. By promoting and focusing on other brands that are readily available, the company can maintain customer satisfaction and prevent any potential loss of sales. This proactive strategy demonstrates problem-solving skills and a commitment to meeting sales goals even in challenging situations.

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  • 23. 

    Every month your TE complains that the stock has not reached the stockist even after 8 days from the date of billing, which is hampering his POB Supply and secondary sales.  As an AM what steps do you take to avoid such situation?

    • A.

      Educate TE to follow up for supply with Super stockist after the billing

    • B.

      Ensure 30 days inventory is maintained for all the brands at every stockist

    • C.

      TE to collect the primary order 3 to 4 days in prior especially during closing

    • D.

      All of the above

    Correct Answer
    A. Educate TE to follow up for supply with Super stockist after the billing
    Explanation
    By educating the TE to follow up for supply with the Super stockist after the billing, the AM can ensure that the stock reaches the stockist within the expected timeframe. This will help in avoiding delays in POB supply and secondary sales, as the TE will be actively monitoring and following up on the stock delivery. This step can help improve the overall supply chain efficiency and address the issue of delayed stock delivery.

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  • 24. 

     Your TE is 6 month old in the organization and not able to convert the Drs and generate business in the required pace. What will you do?

    • A.

      A. Help TE by doing Dr Conversions when you go for the JFW

    • B.

      B. Threaten TE that he will be in big problem, if he is not able to generate business.

    • C.

      C. Complain about the TE to your superiors

    • D.

      D. Coach TE on the process and different ways a TE can convert the Dr.

    Correct Answer
    D. D. Coach TE on the process and different ways a TE can convert the Dr.
    Explanation
    The correct answer is d. Coaching the TE on the process and different ways a TE can convert the Dr. This option shows a proactive approach to addressing the issue at hand. By providing guidance and support, the TE can improve their skills and effectiveness in converting doctors and generating business. This approach focuses on development and growth rather than punishment or complaining, which can create a more positive and productive work environment.

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  • 25. 

     During your JFW you find your TE (12 months in the organization) is not able to do the In clinic Dr call effectively as per the strategy and Process. Resulting in poor Dr Conversions and less prescriptions. What will you do?

    • A.

      A. Get frustrated and shout at TE for lacking the required skills.

    • B.

      B. You end up doing all the Dr calls and conversions to ensure the business is maintained.

    • C.

      C. Observe and Identify areas of improvement in TE and work on Coaching and skill development.

    • D.

      D. All of the above

    Correct Answer
    C. C. Observe and Identify areas of improvement in TE and work on Coaching and skill development.
    Explanation
    The correct answer is c. Observe and Identify areas of improvement in TE and work on Coaching and skill development. This option shows a proactive approach to addressing the issue by first observing and identifying the areas where the TE is lacking. It then suggests working on coaching and skill development to improve the TE's effectiveness in doing In clinic Dr calls. This approach focuses on finding a solution rather than getting frustrated or taking over the responsibilities oneself.

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